Summary
Responsible for meeting established sales plan objectives through the development and execution of product sales and promotional programs. Serves as the primary contact for specific retail customers as assigned by the V.P. Domestic Sales. Execute the Sales Plan for specific retail customers to achieve company’s Sales and Margin goals.
Essential Duties and Responsibilities includes the following. Other duties may be assigned.
- In conjunction with the Executive V.P. Domestic Sales, as well as other sales and marketing teams, formulate and execute strategic business plans which identify areas of targeted growth and expansion potential unique to each retail customer.
- Prepare product, pricing and promotional programs that maximize profitable sales.
- Achieve increased sales, improved profitability and broaden market share by continually developing a knowledge and understanding competitive products, prices and sales programs and overall trends in the marketplace.
- Maintaining close working relationships with our customers. Meet regularly with customers to discuss their evolving needs. Enhance relationships by providing excellent customer service and problem resolution.
- Lead the organization (Product Management, Marketing, Design and Procurement) in account planning sessions for upcoming line reviews.
- Develop and deliver presentations to customers for line review and business updates.
- Achieve ‘Operational Excellence’ by developing accurate sales forecasts specific to each assigned accounts through continual evaluation and comparison of historical data, competitive analysis, pricing and promotional programs, and overall market conditions.
- Work closely with Operations to ensure accurate pricing, sourcing, inventory management and delivery of goods to our customers.
- Evaluate and manage customer Overbill on a regular basis to assure promotional, markdown, and operational commitments are met while driving profitable sales.
- Assist in the resolution and avoidance of chargebacks/deductions through proper communications between the customer, Finance and Operations.
- Manage, develop, coach, control and motivate external sales force to develop their skill to ensure a high professional standard is achieved and sales target and KPIs target are met.
- Provide reporting of customer and market climate while offering insight and recommendations regarding overall sales and marketing plans on an ongoing basis.
- Aid in the planning and execution of National Sales Meetings.
Competencies
- Customer Focus - Aims to satisfy all customers while maintaining effective relationships, both internal and external. Maximizes those relationships to improve personal, department, and organizational performance. Holds co-workers and customers to a similar standard.
- Energy - Have a tremendous amount of energy and passion for our people, products, and brands. Approaches each date willing to take on the day’s challenges. Operating at their individual peak performance without encouragement.
- Energize - Energize teams with enthusiasm and excitement without intimidating them. Projects a positive mental attitude and can-do spirit, that lifts up members of his / her team. Does not get discouraged by set-backs.
- Edge - Have a competitive edge and an overwhelming desire to win. Hates losing and will give 100% commitment to achieving or exceeding their plan. Willing to make difficult decisions, when called upon.
- Execution - Action and performance oriented and are focused on attaining results. A team player who is reliable and follows through on tasks to completion. Attention to details.
- Increases Company Value - Strives to increase sales, reduce costs, improve efficiency, and maximize profits to increase the value of the Company.
- Innovative / Continuous Improvement - Committed to improving processes, products, services, and a willingness to embrace change for the benefit of our team, department, organization, and shareholders.
- Integrity - The quality of being honest and having strong moral principles; moral uprightness. Elevating challenges in order to collaborate with co-workers, SLT, ELT, and the Board.
Supervisory Responsibilities
This position has no internal supervisory responsibilities, but is responsible for establishing and maintaining a high professional standard with our external salesforce.
Education and/or Experience
Bachelor’s degree in business or relevant experience required – a Master’s is preferred. Minimum of 5-7 years of key account experience in a consumer products industry, as well as specific experience managing large volume mass retailers. Previous sales experience – mass market and/or regional accounts. Bicycle industry or consumer products experience is preferred. This position may require approximately 30% of domestic travel and approximately 5% of international travel, and must be able to maintain a valid passport.
Language Skills
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.
Mathematical Skills
Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Reasoning Ability
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Computer Skills
Microsoft Word, Advanced Excel, Pivot Tables, Sequel Queries, ERP System Experience (Similar to J.D. Edwards 9.0 or later), Luminate, Sales Force
